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Cisco Meraki Leader On HPE-Aruba 'Chasing The Meraki Model,' Product Expansion And Being Nonproprietary

'A customer that makes an initial purchase of Meraki, with all the partner services that come with it, that customer tends to quadruple their spend over the next two years,' Cisco Meraki leader Todd Nightingale tells CRN.

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What's your message to the solution provider community?

Again, partners who land Meraki into a customer on their first deal, [a customer] quadruples that spend – not just the product, but services spend as well – over the next two years. A lot of that is due to product expansion. The reason this is such a strong trend is when you deploy for the first time an SD-WAN security appliance with the Meraki platform using the MX, it's managed by the dashboard, it's managed simply and easily through the cloud. Then when that customer decides it's time to add Wi-Fi at a site or refresh their switching, when they choose Meraki for that – they deploy the hardware – but it's managed, controlled, upgraded and maintained through that exact same system they're already familiar with. So the platform leverage is enormous. As they go from routing, to switching, wireless to mobile device management to cameras – using that platform that they already know and love really helps with this expansion. We see it in the numbers.

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